10 Questions to Ask When Evaluating a B2B Appointment Setting Firm

10 QUESTIONSTO ASK WHENEVALUATING AB2B APPOINTMENTSETTING FIRM

I N T E L E M A R K

©Copyright 2015 Intelemark, LLC. All Rights Reserved.

Hiring the right B2B appointment setting company can make a majordifference to your organization’s bottom line, but how do you select a

reliable, high performing partner?

Intelemark has compiled a list of ten crucial questions to ask everyB2B appointment setting company you consider – so you can feel confident

that your ultimate choice is the right one.


1. Track record: How well has the company performed in the past?

2. Client satisfaction: Do past and current clients recommend the service?

3. Validated success: Can you identify and contact reliable references?

1. What is the company’s reputation?

To gauge an appointment setting company’s reputation,use these three metrics:

In a recent survey, 98% of Intelemark clients saidthey would recommend our services to others.


The most effective appointment setting firms have substantialexposure to a specific industry or set of industries.

A good rule of thumb: Choose a company whose leadership comes toB2B appointment setting from the industries they now serve.

2. Does the company have industry expertise?


Your business goals: You need to schedule valuable appointments that help you increase sales. How will the company’s approach tie in to this goal?

Scripts and strategies: Who develops the scripts and strategies agents use? Be sure you’re able to play a major role in the process.

Agent communication: Who briefs agents on your strategy?

How do you confirm agents are following protocol?

3. How does the company manage campaigns?

Ask pointed questions about how a prospective firm will address:


Your contact database or CRM application contains critical business intelligence you simply can’t live without.

Look for a company that includes database management tasks within its regular campaign management routine.

Confirm that agents consistently update contact datafor your leads.

4. How does the company manage your database?


An experienced appointment setting company will not balkat the idea of starting with a small test campaign.

Don’t be afraid to ask for one!

A test campaign helps you get a feel for how a company works,the quality of the appointments it secures, and whether a

larger campaign will generate positive ROI.

5. Does the company use test campaigns to determine a fi t?


You want to spread a positive buzz about your company, no matter who comes into contact with your brand.

Remember: An appointment setting company takes on the secondary responsibility of being your brand spokesperson.

Will the company’s agents represent your brand in the best possible light?

6. How does the company treat your brand?


Are agents trained on prospecting tactics, lead qualification, and clients’ objectives?

Will the agents working on my campaign understand our industry?

How do agents distinguish a qualified lead from an unqualified one that won’t result in a valuable appointment?

Are agents based in the same country as our customers?

7. How does the company choose and train agents?

To gauge whether a company’s agent hiring and training is up to snuff, ask questions like:


In the B2B appointment setting space, commission-based compensationis not appropriate. Agents should be focusing on the quality of your

leads, not the quantity.

Avoid companies that pay agents a commissionfor setting an appointment.

8. Are agents paid on commission?

In the B2B appointment setting space, commission-based compensationis not appropriate. Agents should be focusing on the quality of your

leads, not the quantity.

Avoid companies that pay agents a commissionfor setting an appointment.

8. Are agents paid on commission?


9. What reports do you provide?

Choose a partner that can accommodate custom reporting.At the very least, reports should reveal whether:

Call volume correlates with the level of service you have purchased

Agents ask the right questions and complete the right fields inyour database or CRM application

Agents follow up on callbacks and add notes about contacts

and conversations


This is a question you should discuss internally. Instead of asking how mucha particular company charges, ask, “Will the price this company charges

be justified by the results it produces?”

Remember: You’re making an investment. Avoid choosing a companybased on price alone. Choose a company based on its ability to

generate positive ROI.

10. Given the projected ROI, is the cost justifi ed?

About Intelemark

Based in Phoenix, Arizona, Intelemark designs highlycustomized B2B demand generation campaigns to connect

businesses with prospects and customers.

Contact Intelemark at 602-943-7111or at Intelemark.com for more information and to

see how we can deliver results for your business objectives.

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10 Questions to Ask When Evaluating a B2B Appointment Setting Firm